champions and competitions; making social fun - ptc customer story - sales connect london 2015
TRANSCRIPT
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Keynotes & general sessions
The Future of Sales and Marketing breakout track
Habits of High Performing Reps breakout track
How to Build a Social Selling Organization breakout track
title title title title
Julian Lee Sales Enablement Director
Champions & Competitions: Making Social Fun
Introduction
Headquartered in Needham, Massachusetts
More than 6,000 employees worldwide
Next-generation technology platforms for smart, connected products, operations, and systems
Leading provider of enterprise applications to:
• Create • Operate • Service
Market leading IoT platform vendor: Best technology, recent awards, large customer base, partners and ongoing investment
$1.3B total revenue (2014)
Global Footprint
FY 2014 revenue by region
41%
39%
20%
Strong Market Presence
28,000 active customers
About PTC
It’s Not Just Products That Are Becoming Smart and Connected!
Q: How many people are connected on Linkedin today?
Prospecting
Tuesday!
35.6% since launch & 15.3% this year
PTC’s Social Selling Journey as Measured by SSI .
Region December 14 September 15 % Increase
Americas 52.7 57.2 8.5%
EMEA 47.8 52.3 9.4%
India 52.7 57.5 9.1%
APAC 22.8 31.4 37.7%
Total 45 52.2 15.3%
Set a Vision
Content Sharing Lessons Learnt
Strong Champions Communication
Competitions / Recognition
Achieving Social Selling Momentum
The Executive Whiteboard
Strong Champions
Local support & coaching
is equally important
EMEA
Americas
APAC & India
Top down support
is imperative
Not Just Doing As I Say….
Leading by Example
@ Launch • The vision • Sponsors • Goals, objectives & expectations • Training plan
• On-boarding
Good Communication
Progress • Adoption • Usage • Successes • Recognition
Scoreboard / Metrics
• SSI • Accounts & Leads • New connections • # opportunities • Revenue
Good Communication
Sharing Success….
Competitions
Competition Types
• Corporate
• Regional / Country
• Teams
What Competitions
• Highest SSI • Best % increase in SSI
• Professional Brand
• Right people
• Insights
• Relationships
• Most # successful InMails • # Searches • # New opportunities • Success stories
Make It Visible
Recognition TYPES Kudos
• Being No #1
• Social Selling Leader
Management • Visibility
• Recommendations
• Endorsements
Financial • Excellence awards
• Dinners
Personal business impact
• Great pipeline
• # opportunities
• Hitting quota
Sharing Content
It’s about being “top-of-mind” and relevant
Influencing the Buyer’s Journey Early on….
Revenue
Acquisition Nurture cycle
Profile Research Understand Connect Awareness
Interest Relationship Trigger
LinkedIn Elevate Empowering Employees to Become Social Professionals
• Makes it easy for employees to share quality, company-relevant content
• Employee-first design drives outsized adoption and usage
• Identity insights power business-level results and show full-funnel impact
Lessons Learned
The measuring stick • What data points
• Where does that data live
• How do I report / dashboard it
Data drives activities • Tailored training
• Competitions
• Management inspection
Joint Sales & Marketing initiative • Social media experts
• Content is key
• Make it easy to share / post
Champions • Keep them involved
• Lead by example
• Tie success to business impact
Business Impact
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